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David C. Baker and Blair Enns, David C. Baker, and Blair Enns에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 David C. Baker and Blair Enns, David C. Baker, and Blair Enns 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
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Understanding Account People

31:42
 
공유
 

Manage episode 250342216 series 1428215
David C. Baker and Blair Enns, David C. Baker, and Blair Enns에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 David C. Baker and Blair Enns, David C. Baker, and Blair Enns 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.

2Bobs episode 44: “The Best Ways to Disrespect Account People”

WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES:

  1. Pull necessary data from the client, even when it’s tough to get their cooperation.
  2. Sell recommendations back to them that are in their best interest.
  3. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.)
  4. Protect margins.
  5. Grow the account.
  6. Send the client to hell...and help them enjoy the trip (e.g., change orders).
  7. Read social signals and intervene before catastrophe strikes.
  8. Manage an account review, disputes, mistakes, etc.
  9. Follow client contacts to their next job.
  10. Keep ear to the ground as agency innovates client offerings.

PERSONALITY:

  • Goal is authority and prestige.
  • Judges others by their ability to verbalize and be flexible.
  • Overuses enthusiasm, selling ability, and optimism.
  • Fears boxed in environment without room to grow.
  continue reading

186 에피소드

Artwork
icon공유
 
Manage episode 250342216 series 1428215
David C. Baker and Blair Enns, David C. Baker, and Blair Enns에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 David C. Baker and Blair Enns, David C. Baker, and Blair Enns 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.

2Bobs episode 44: “The Best Ways to Disrespect Account People”

WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES:

  1. Pull necessary data from the client, even when it’s tough to get their cooperation.
  2. Sell recommendations back to them that are in their best interest.
  3. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.)
  4. Protect margins.
  5. Grow the account.
  6. Send the client to hell...and help them enjoy the trip (e.g., change orders).
  7. Read social signals and intervene before catastrophe strikes.
  8. Manage an account review, disputes, mistakes, etc.
  9. Follow client contacts to their next job.
  10. Keep ear to the ground as agency innovates client offerings.

PERSONALITY:

  • Goal is authority and prestige.
  • Judges others by their ability to verbalize and be flexible.
  • Overuses enthusiasm, selling ability, and optimism.
  • Fears boxed in environment without room to grow.
  continue reading

186 에피소드

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